About Us
Festo is a leading worldwide provider of automation technology for factory and process automation. As a global company Festo has become the performance leader over last 50 years, thanks to its innovations and problem-solving competency in all areas of pneumatic and electric automation as well as its unique range of industrial training and vocational education programs.
About the Role
The position of Distribution Sales Consultant position is to make Distributors successful in selling Festo in combination with the achievement of sales targets and the management of relationships with Distributors assigned to him/her. This comes together with the accountability for finding new Distributors and developing assigned existing Distributors according through the Distributor Development Program so that they can extend the value proposition of Festo in the market, support Festo in covering geographical areas and industry segments in which Festo has limited presence and develop the smart customer segment as well as selected End Users with Distributors as an enabler.
Key Accountabilities:
- To create an overall activity plan to ensure achievement of sales targets
- To create and execute both account plans and joint business plans with assigned Distributors with focus on mid-range sales planning, increasing market coverage (identify areas/industries to be covered, sales campaigns), increasing market presence (joint marketing activities) & enhancing of their value proposition (extension of service portfolio, competence development)
- To effectively execute review meetings with distributors to identify needs and gain distributor acceptance for proactively selling Festo products & solutions
- To represent brand, products, and competencies of Festo at assigned Distributors and customers ensuring their satisfaction with Festo
- To steer and control the performance of all assigned Official Partners & Appointed Distributors (incl. Yearly Review & Target Setting, Quarterly Review, DSI Reporting) and derive corrective measures if required
- To execute contracts of assigned Distributors ensuring that agreed terms & conditions are complied
- To regularly conduct geographical and industry segment-based market potential analysis to identify white spots and find new suitable Distributors which are able to sell products of all business units
- To execute the Distribution Sales Strategy (incl. Network Planning, Contracting, Product Sales Steering, Stock Mgmt., Pricing Guideline, Conflict Mgmt., and Competence Development
- To frequently visit Official Partners and Appointed Distributors as well as joint visits to their top customers in the respective area
- To proactively align with other internal colleagues on channel collaboration or managing channel conflicts to create a seamless customer journey
- To participate in exhibitions or customer events arranged by Festo or arranged in collaboration with Official Partners or Appointed Distributors
- To attend and to support the planning & host annual Distributor Conferences in the respective area
Qualification and Requirements:
- Completed studies in the field of Engineering such as mechanical engineering, electrical engineering, mechatronics or automation technology, Business Administration, or comparable qualification
- 3 to 4 years of relevant business experience necessary.
- Experience in the industrial automation market and the respective industries, products and applications is crucial
- Preferably strong Electronic Automation products selling experience
- Adaptive communication skills are crucial
- Experience in the field of operational Distribution Sales is important
- Fluent in spoken and written English is important
- Good understanding of business practices and behavioral styles of Distributors in the respective area
- Capability to build up successful and sustainable business relationships with Distributors on equal footing
- Knowledge of Festo as a company and its product range is beneficial
- MS Office (especially Excel) & CRM Software (e.g. SAP Cloud 4 Customer)
What you can expect from us
- You will be joining a German multinational with national and global prestige, recognized as a technological.
- Leader in the market of components and solutions for industrial automation.
- The reconciliation of family and professional life is important to us, which is why we have implemented teleworking twice/week.
- We respect rest time, favoring digital disconnection.
- You will be able to have a broad vision of the business through participation in transversal projects in which, in addition to learning, you will be able to contribute.
- Continuous improvement through training and professional development opportunities.
- Working in a good working environment. We are looking for people with a proactive attitude, a desire to learn, a spirit of self-improvement, a capacity for work and determination in decision-making.
